Social Cognition

1
Social Cognition

• Chapter 20

2
What are Attitudes?

• Beliefs and feelings about objects, people and
  events that lead people to behave in certain ways.

3
How do Attitudes develop?

• Conditioning
• Observational Learning
• Cognitive evaluation
• Cognitive Anchors
• Persistent beliefs that shape the ways in which
  he/she sees the world and interprets events

4
When you combine attitudes and behavior what
happens?

• When behavior follows attitudes

Employees usually avoid jobs they dont like to
do.
People usually watch what they like on TV!
5
When you combine attitudes and behavior what
happens?

• When attitudes follow behavior

prejudice towards a particular race do not
predict accurately actual behavior
Attitude to your church Doesnt necessarily
correlate with your church attendance
6
What is Persuasion?

• Direct attempt to influence other peoples
  attitudes

Telephone Sales
Used Car Salesman
Campaign Supporters
7
What are some Methods of Persuasion?

• Central Route- using evidence and logical
  arguments to persuade people
• Peripheral route- indirect, attempts to associate
  objects, people, or events with positive or
  negative cues.

8
How do some people deliver such messages of
persuasion?

• Two sided Argument -people present not only their
  side of the argument but also the oppositions
  side.
• Emotional Appeals -persuade by arousing such
  feelings as loyalty, desire, or fear rather than
  by convincing through evidence and logic.

9
What type of people deliver these messages of
persuasion?

• Experts
• Trustworthy
• Physically attractive
• Similar to their audience

10
When are people more receptive to persuasion?
When they are in a good mood or a bad mood?

• A good mood, they are more likely to accept the
  persuasive message.
• Wouldnt you ask your parents something when they
  are in a good mood?

11
Are persuasive appeals specific to the audience
they are targeting?

• Yes.
• Take the presidential elections, do they run the
  same messages on MTV as they would on the Food
  Network?

12
Are people always persuaded by appeals made to
them?

• No.
• There are some people that have Sales resistance.
  
• Sales resistance is the ability to turn down
  requests to buy products or service or make
  donations.

13
What is prejudice?

• A generalized attitude toward a specific group of
  people

14
What are stereotypes?

• Unchanging oversimplified, and usually distorted
  beliefs about groups of people

15

• How many blondes does it take to milk a cow?
• Five - one to hold the udder, and four to lift
  and the cow up and down.

16
(No Transcript)
17
(No Transcript)
18
(No Transcript)
19
What are two reasons people develop stereotypes?

• A way to organize information about their social
  world
• They assume that those who are different are
  similar

20
How can stereotypes be harmful?

• They ignore peoples individual natures and
  assign traits to them on the basis of the group
  which they belong.

21
Are there positive stereotypes?

• Yes
• Belief that the members of a particular group are
  good at something

22
What is discrimination?

• The unfair treatment of individual because they
  are different

23
What is likely to happen to people that
experience discrimination?

• They may begin to see themselves as inferior.

24
What are five causes of Prejudice

• Exaggerating differences
• Justifying economic status
• Social learning
• Victimizing
• Scapegoating

25
Exaggerating Differences

• People tend to prefer people that are similar to
  themselves.
• People who different in one or several ways- in
  skin color or religion, for example- are often
  assumed to have attitudes and customs that are
  more different than they really are.

26
Justifying economic status

• People tend to develop prejudice against those
  who are not in the same economic group.
• May believe that people who are worse off than
  themselves work less hard or are less motivated
  to succeed.

27
Social Learning

• Children, like adults, acquire many attitudes
  from other people.
• They are especially likely to acquire the
  attitudes fo their parents.
• Children tend to imitate their parents, and
  parents reinforce their children when they do.

28
Vicitimization

• Sometimes people who are the victims of prejudice
  feel empathy for others who are discriminated
  against.
• However, this is not always the case. In fact,
  some victims of prejudice try to gain a sense of
  power and pride by asserting their superiority
  over groups that are even worse off then
  themselves.

29
What is scapegoating?

• An individual or group that is blamed for
  problems of others because the real cause of the
  problems is too complex, powerful. Or remote to
  be addressed.

30
W.E.B.DuBois

• Why did the incident described by W.E.B. DuBois
  affect him so deeply?
• It was the first time that DuBois realized he was
  different and that many opportunities were denied
  him as a result.
• How was DuBois reaction to racial inequality the
  same as that of other African American youths of
  his time?
• Many other African American youths of his time
  responded by fitting in, giving up, or becoming
  bitter and angry.
• How was DuBois reaction to racial inequality
  different from that of other African American
  youths of his time?
• His reaction was to try to earn, through hard
  work and cleverness, the things he was denied
  because of his race, and to fight inequality

31
How can prejudice be overcome?

• Increased contact among members of different
  groups
• Speak up when others act out
• Make a conscious effort to treat others
  courteously

32
What is social perception?

• The ways which people perceive one another

33
What is the primacy effect?

• The tendency for people to form opinions of
  others on the basis of first impressions.

34
What is the recency effect?

• Occurs when people change their opinions of
  others on the basis of recent interactions.

35
What is the attribution theory?

• People tend to explain the behavior of others in
  terms of either dispositional or personality

36
What is the Actor-observer bias?

• People who attribute the behavior of others to
  dispositional or external behaviors.

37
Why does the actor-observer bias occur?

• It occurs when we judge people only by the
  behavior we witness and peoples behavior may not
  always be a true reflection of their
  personalities.

38
What is fundamental attribution error?

• The tendency to overestimate the effect of
  dispositional causes for another persons behavior
  and to underestimate the effect of situational
  causes.

39
What is self-serving bias?

• The tendency to view ones successes as stemming
  from internal factors and ones failure as
  stemming from external factors

40
What are some forms of nonverbal communication?

• Facial expressions
• Gestures
• Posture
• The distance we keep from others

41
Who is more likely to use physical contact in
Americans, Men or Women?

• American women are more likely to use physical
  contact.

42
When is touching inappropriate?

• When it is forced and when it is done in certain
  places or in certain ways.

43
What are two types of eye contact and what do
they convey?

• Gazing
• Eagerness or attention. It shows liking or
  friendliness
• Staring
• Anger. It does not show that someone likes
  someone and its is not friendly.

44
What is attraction?

• A kind of attitude of liking.

45
What is universal trait that is widely shared in
the ideals of beauty?

• A smiling person is more attractive than a
  frowning person

46
What is the matching hypothesis?

• The view that people tend to choose other people
  similar to themselves in attractiveness and
  attitudes in the formation of interpersonal
  relationships.

47
Friends and partners tend to be similar in what
ways (according to Michael)?

• Race
• Ethnicity
• Age
• Level of education
• Religion

48
What are two reasons that we tend to choose
friends and partners with backgrounds that are
similar to our own?

• We tend to live among people who are similar to
  ourselves
• They tend to have the same attitudes as the person

49
What is reciprocity?

• The mutual exchange of feelings or attitudes

50
Why do most people value friends?

• Because of the rewards that friendships offers

51
What is intimacy?

• Closeness and Caring

52
What is passion?

• Feelings of romantic and sexual attraction

53
What is commitment?

• A pledge or promise

54
Type of Love Liking

• Formula Intimacy alone
• Description true friendships without passion or
  long term commitment

55
Type of Love Companionate love

• Formula Intimacy Commitment
• Description Long term committed friendships such
  as a marriage in which passion has faded

56
Type of Love Empty Love

• Formula Commitment Alone
• Description Decision to love each other without
  intimacy or passion

57
Type of Love Fatuous Love

• Formula Passion Commitment
• Description Commitment based on passion but
  without time for intimacy to develop shallow
  relationship such as a whirlwind courtship.

58
Type of Love Infatuation

• Formula Passion Alone
• Description Passionate, obsessive love at first
  sight without intimacy or commitment

59
Type of Love Romantic Love

• Formula Intimacy Passion
• Description Lovers physically and emotionally
  attracted to each other but without commitment as
  in summer romance.

60
Type of Love Consummate Love

• Formula Intimacy passion commitment
• Description A complete love consisting of all
  three components ( an ideal difficult to attain)